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Rajarshi Shahu School of Business studies Narhe

Subject: BOM

Question ________ reflects the perceived benefits and costs to customers.

A Loyalty
B Satisfaction
C Value
D Expectations
Answer C

Question For each target market, the firm develops a ________. The offering is positioned in the minds of the
target buyers as delivering some central benefit(s).
A value offering
B niche offering
C market offering
D segment offering
Answer C

Question ________ can be seen as the development, design, and implementation of marketing programs,
processes, and activities that recognizes the breadth and interdependencies of their effects.

A Niche marketing
B Holistic marketing
C Relationship marketing
D Supply-chain marketing
Answer B

Question ________ includes all the actual and potential rival offerings and substitutes that a buyer might
consider.
A Competition
B The product offering
C A value proposition
D The supply chain
Answer A

Question ________ marketing has the aim of building mutually satisfying long-term relations with key parties
such as customers, suppliers, distributors, and other marketing partners in order to earn and retain
their business.
A Holistic
B Demand-based
C Direct
D Relationship
Answer D

Question Companies who form a ________ collect information on each customer's past transactions,
demographics, psychographics, and media and distribution preferences.
A sales network
B holistic union
C marketing network
D supply-chain network
Answer C

Question David Packard of Hewlett-Packard once said, "Marketing is far too important to leave to ________

A the advertising boys

B uninformed managers
C novices
D the marketing department
Answer D

Question During market segmentation analysis, the marketer identifies which segments present the greatest
opportunity. These segments are called ________.
A target markets
B primary markets
C tertiary markets
D demographic markets
Answer A
Question If a marketer decides to use warehouses, transportation companies, banks, and insurance companies
to facilitate transactions with potential buyers, the marketer is using what is called a ________.

A service channel
B distribution channel
C brand channel
D relationship channel
Answer A

Question Marketing is not a department so much as a ________.

A company orientation
B philosophy
C function
D branch of management
Answer A

Question Which of the following is NOT included in Boden's 7P marketing mix?

A People
B Process
C Planning
D Physical evidence
Answer C

Question According to Robert Lauterborn which of the sellers 4 Ps corresponds to customer cost?
A Product
B Price
C Place
D Promotion
Answer B

Question In marketing the term traders refers to

A Group of sellers
B Group of buyers
C Group of of buyers & sellers
D Physical place
Answer A

Question If performance meets consumer expectations, the consumer is ________.

A delighted
B satisfied
C disappointed
D surprised
Answer B

Question In _______ consumer ranks brands and forms purchase intentions

A alternative evaluation
B Purchase decision
C Post purchase decision
D Need recognition
Answer A

Question "Tangiblize the intangible" refers to which P

A People
B Process
C Product
D Physical Evidence
Answer D

Question ________ can increasingly be conducted electronically, with buyer and seller seeing each other on
their computer screens in real time.
A Public relations
B E-commerce
C Advertising
D Personal selling
Answer D

Question _________________is discomfort caused by post purchase conflict

A Intention
B Decision
C alternative evaluation
D cognitive dissonance
Answer D

Question .In the purchasing decision process, the ________ are those who have the power to prevent sellers or
information from reaching members of the buying center.
A gatekeepers
B buyers
C initiators
D approvers
Answer A

Question .----------is created by informing prospective buyers that a product exist

A Form Utility
B Place Utility
C Time Utility
D Information Utility
Answer D

Question With respect to consumer behaviour, one's friends and relatives could be considered a/an:
A impersonal influence.
B reference group influence.
C perceptual influence.
D institutional influences.
Answer B

Question _____ are things you should do based on the expectations of you from your position within a group.
A Duties
B Actions
C Roles
D Responsibilities
Answer C

Question _____ is never simple, yet understanding it is the essential task of marketing management.
A Brand personality
B Consumption pioneering
C Early adoption
D Consumer buying behavior
Answer D

Question ______ can be said to be specific requirement of an individual , which , when backed up by
purchasing power gets converted into _____
A Need,Want
B Need , Demand
C Demand , Desire
D Want , Demand
Answer D

Question _______ is the process through which a relatively permanent change in behavior results from the
consequences of past behavior.
A action
B motive
C perception
D learning
Answer D

Question _______ refers to providing the product at a place which is convenient for consumers to access
A Convenience
B Service
C Place
D Sales
Answer C

Question ________ activities are the means by which firms attempt to inform, persuade, and remind
consumers—directly or indirectly—about the brands they sell.
A Consumer behavior
B Market segmentation
C Marketing research
D Marketing communication
Answer D

Question ________ are basic human requirements, while ________ are the ways in which those requirements
are satisfied.
A Wants; needs
B Demands; wants
C Needs; wants
D Needs; demands
Answer C

Question ________ is the art and science of choosing target markets and getting, keeping, and growing
customers through creating, delivering, and communicating superior customer value.
A Marketing management
B Knowledge management
C Operations management
D Strategic management
Answer A

Question ________ is the study of how individuals, groups, and organizations select, buy, use, and dispose of
goods, services, ideas, or experiences to satisfy their needs and wants.
A Target marketing
B Psychographic segmentation
C Psychology
D Consumer behavior
Answer D
Question ________ markets are made up of members of the distribution chain.
A Consumer
B Business-to-business (industrial)
C Channel
D Institutional
Answer A

Question ________ refers to the decision-making process by which formal organizations establish the need
for purchased products and services and identify, evaluate, and choose among alternative brands and
suppliers.
A Marketing channels
B Organizational buying
C Corporate retailing
D Inventory control
Answer B

Question ________ reflects a customer's judgment of a product's performance in relation to his or her
expectations.
A Brand image
B Satisfaction
C Value
D Perception
Answer B

Question _________ effects what people buy, how they buy and when they buy.
A Heritage
B Sub culture
C Culture
D Occasion
Answer C

Question _________ function is not a function of physical supply of marketing.

A Transportation
B Channel Distribution
C Advertisement
D Storage & Warehousing
Answer C

Question _________ orientation determines future needs and has a strategy in place to meet those needs for
the long term relationship.
A Marketing
B Sales
C Production
D Research
Answer A

Question __________ described the role of the marketing manager as a " mixer of ingredients"; one who
sometimes follows recipes prepared by others, sometimes prepares his own recipe as he goes along,
sometimes adapts a recipe from immediately available ingredients, and at other times invents new
ingredients no one else has tried

A James Culliton
B Neil Borden
C Kotler
D Armstrong
Answer A

Question __________ donating a percentage of revenue to a specific cause.

A Corporate social marketing
B Cause marketing
C Cause-related marketing
D Corporate philanthropy
Answer C

Question __________ involves supporting behavior change campaigns.

A Corporate social marketing
B Cause marketing
C Cause-related marketing
D Corporate philanthropy
Answer A

Question __________ is the single factor that best indicates social class.
A Time
B Money
C Occupation
D Fashion
Answer C

Question __________ refers to the information a consumer has stored in their memory about a product or
service.
A Cognitive dissonance
B Product knowledge
C Product research
D Marketing research
Answer B

Question __________ social issues through efforts such as sponsorships, licensing agreements and
advertising.
A Corporate social marketing
B Cause marketing
C Cause-related marketing
D Corporate philanthropy
Answer B

Question ___________ are the groups that individuals look to when forming attitudes and opinions.
A Reference groups
B Teenage groups
C Religious groups
D Adult groups
Answer A
Question ___________ develop on the basis of wealth, skills and power.
A Economical classes
B Purchasing communities
C Competitors
D Social classes
Answer D

Question ___________ is want for specific products backed by an ability to pay

A Demand
B Supply
C Need
D Market
Answer A

Question ____________ buy finished goods & services from the producer market & sell them to Other
market.
A Intermediaries
B Resource markets
C Meta markets
D Mega markets
Answer A

Question ____________ is individuals and households who buy goods and services for personal consumption

A The target market

B A market segment
C The consumer market
D The ethnographic market
Answer C

Question ____________ is reflected through behavior, activities, interest, opinions.

A belief
B motive
C desire
D lifestyle
Answer D

Question ____________ is the definition of reference groups.

A Groups that an individual looks to when forming attitudes and opinions
B Groups of people who have been referred to by someone they know
C Groups of office colleagues
D Chat groups on the internet
Answer A

Question ____________ is the satisfaction, value, or usefulness a user receives from a good or a service.
A Cost
B Utility
C Price
D Benefit
Answer B

Question ____________ products are those that have an independent physical existence.
A Service
B Tangible
C Information
D Futuristic
Answer B

Question _____________ are the consistent patterns people follow in their lives.
A Lifestyles
B Motives
C Opinions
D Attitudes
Answer A
Question _____________ involves managing demand, which in turns involves managing customer
relationship.
A Direct Marketing
B Marketing Management
C Production Management
D Product Management
Answer B

Question _____________ is key to marketing, without a / an _____________, there is no need to market.

A Product, exchange
B Exchange, product
C Exchange, exchange
D Product, Product
Answer C

Question _____________ is the process of selecting, organizing and interpreting information inputs to
produce meaning.
A action
B motive
C perception
D learning
Answer C

Question ______________ activities are focused on converting prospects to actual paying customers
A Marketing
B Sales
C Production
D Research
Answer B

Question ______________ implies face-to-face interaction between individuals.

A Transaction marketing
B Emarketing
C Interaction marketing
D Promotional marketing
Answer C

Question ______________ is a measure of how products and services supplied by a company meet or surpass
customer expectation
A Market size
B Market structure
C Customer Satisfaction
D Customer inertia
Answer C

Question ______________ is defined as the idea that a company’s marketing decisions should consider
consumers’ wants, the company requirements, consumers’ long-run interest, and society’s long-run
interests.
A Societal marketing
B Internal marketing
C Green marketing
D Macro marketing
Answer A

Question ______________ is the bundle of costs customers expect to incur in evaluating, obtaining , using, and
disposing of the given marketing officering.
A Cost Structure
B Price
C Cost
D Total customer cost
Answer D

Question ______________ refers to the set of values, ideas, and attitudes that are accepted by a homogenous
group of people and transmitted to the next generation.
A Heritage
B Culture
C Sub culture
D Patriotism
Answer B

Question _______________ is an internal energizing force that orients a person's activities toward satisfying a
need or achieving a goal.
A action
B motive
C perception
D learning
Answer B

Question ________________ emphasize(s) that profitable marketing begins with the discovery and
understanding of consumer needs and then develops a marketing mix to satisfy these needs.
A The marketing concept
B The strategic plan
C The product influences
D The price influences
Answer A

Question ________________ is one of the most basic influences on an individual’s wants and behavior of a
consumer.
A Brand
B Culture
C Product
D Price
Answer B

Question ________________ is the perceived monetary value of the bundle or economic, functional, and
psychological benefits customers expect from a given market offering.
A Total customer value
B Price
C Cost
D Total customer cost
Answer A

Question _________________ is the major objective of marketing.

A Profit
B Sales
C Consumer satisfaction
D Reputation
Answer C

Question _________________ is the most common type or consumer decision making process and the way
consumers purchase most packaged goods.
A Limited decision making
B Extended decision making
C Routine decision making
D Alternative search
Answer C

Question _________________ refers to the buying behavior of final consumers.

A Consumer buyer behavior
B Target market buying
C Market segment buying
D Business buying behavior
Answer A

Question __________________ is more than just repeat purchase behavior. It also includes a preference for a
particular brand and a positive emotional response to the brand.
A Attitude
B Individualism
C Purchase behavior
D Brand loyalty
Answer D
Question __________________aims to build long-term mutually satisfying relations with key parties, which
ultimately results in marketing network between the company and its supporting stakeholders.

A Holistic Marketing
B Relationship Marketing
C Societal Marketing
D Integrated Marketing
Answer B

Question ______________is a person who saws the seed in customer’s mind to buy the product
A Decider
B Buyer
C Initiator
D User
Answer C

Question ______________is need directed towards specific products.

A Demand
B Want
C Value
D Need
Answer B

Question ___________people are involved in the purchase of involvement products

A Few
B Some
C More
D Moderate
Answer C

Question _________does not constitute an organizational customer

A Satish
B MRF
C Redcross
D Banks
Answer A

Question ______is not a organizational product

A Soap
B Fax machine
C Copier
D Typewriter
Answer A

Question ‘ The same teacher may teach differently on two different days, two different topics ’ talks about
which P ?
A Promotion
B Physical Evidence
C Price
D People
Answer D

Question “ We guarantee every product we sell” appeal to…………………motive.

A Curosity
B Variety
C Quality
D Comfort
Answer C

Question “A social process involving the activities necessary to enable individuals and organizations to obtain
what they need and want through exchanges with others” is a definition of:
A distribution.
B marketing.
C barter.
D countertrade.
Answer B
Question A ________ is someone seeking a response (attention, a purchase, a vote, a donation) from another
party, called the ________
A salesperson, customer
B fund raiser, contributor
C marketer, prospect
D politician, beggar
Answer C

Question A ________________ is a group of people with shared value systems based on

common life experiences and situations.
A culture
B subculture
C lifestyle composite
D social class
Answer B

Question A a marketing strategy wherein a product/service/brand/company is marketed in association with a

problem that is prevailing in customers’ setting, is known as:
A Internal marketing
B cause-related marketing
C problem focussed marketing
D problematic marketing
Answer B

Question A change in an individual's behavior prompted by information and experience refers to which one of
the following concept?
A Learning
B Role selection
C Perception
D Motivation
Answer A
Question A cluster of complimentary products & services that are closely related in the minds of consumers
but are spread across a set of diverse industries is called
A Metamarket
B Marketplace
C Marketsapce
D Retail Market
Answer A

Question A consumer is :
A a customer
B end-user of the goods
C alcoholist
D tired customer
Answer B

Question A consumer's expectations are most likely NOT to be satisfied in which of the following situations?

A A specialized item a customer wants is out of stock and the sales clerk offers to order it.
B An economy-class passenger is seated in business class because of lack of seats.
C A student waits in line one minute at a bank branch on the first day of the month.
D A woman attends her first self-help group meeting of an organization she knows little about.
Answer A

Question A consumer's need is escalated to a motive under which of the following conditions?
A Crisis
B The need is aroused to a sufficient level of intensity
C Pressure
D Seeking satisfaction
Answer B
Marks 1
Unit AB
Question A customer can have any colour he likes for his car so long as it's black’ --- Henry Ford ,
statement applicable to
A Product Concept
B Production Concept
C Selling Concept
D Marketing Concept
Answer B

Question A customer wants a car whose operating cost, not its initial price, is low. Such a need can be called a
_______ need.
A stated
B real
C unstated
D delight
Answer B

Question A fundamental part of the distribution function is to get the product:

A To the right place at the right time
B Launched into new markets
C To intermediaries
D To market to avoid channel conflict
Answer A

Question A gap between a person’s actual and desired state on some physical or psychological dimension is
a(n):
A unsatisfied need.
B unsatisfied want.
C market inefficiency.
D unsatisfied demand function.
Answer A

Question A group of relevant brands that a prospective consumer is favorably familiar with when they are
thinking about making a purchase, is known as:
A market place
B super set
C evoked set
D sub set
Answer C

Question A Habeeb's salon at F.C. Rd offers a very satisfactory service in haircut while the customers
complain regarding service at the M.G. Rd branch of the same group. Which service problem can
this be attributed to?
A Inseperability
B Perishability
C Heterogeneity
D Randomness of service quality
Answer C

Question A marketing manager for a new line of detergent decides to mail free samples to consumers. The
logic for using this approach is best explained by:
A the need to reduce dissonance.
B consumer attitudes.
C reinforcement.
D the typical consumer's adoption process.
Answer D

Question A marketing philosophy summarized by the phrase 'a stronger focus on social and ethical concerns
in marketing' is characteristic of the _________ period.
A production
B sales
C marketing
D societal marketing
Answer D

Question A need can only be communicated to a customer by way of the-

A Email
B In person
C offering
D exchange
Answer C

Question A person can obtain a product in one of four ways. Which of these ways is most appropriate when
the person trades with another person?
A Self-producing
B Using force
C Begging
D Exchanging
Answer D

Question A person remember inputs that support beliefs, forgets those that don't. This is known as :
A selective retention
B selective distortion
C selective learning
D selective exposure
Answer A

Question A person who purchases goods or services, but not necessarily the end consumer is known as
A Buyer
B Consumer
C Intermediary markets
D User
Answer A

Question A person's attitudes fit into a pattern, and to change one attitude may require difficult adjustments in
many others. Thus, a company should ________ try to fit its products into existing attitudes rather
than attempt to change attitudes.
A seldom
B usually
C once in a while
D never
Answer B
Question A series of utility adding activities carried out by a firm are known as the :
A Perceived value
B Value chain
C Distribution channel
D Supply chain
Answer B

Question A social definition of marketing says ________.

A effective marketing requires companies to remove intermediaries to achieve a closer connection with
direct consumers
B a company should focus exclusively on achieving high production efficiency, low costs, and mass
distribution to facilitate the broadest possible access to the company's products
C marketing is the process by which individuals and groups obtain what they need and want through
creating, offering, and freely exchanging products and services of value with others
D marketing is the process of aggressive selling and promotion to encourage the purchase of products
that might otherwise be unsought by the consumer
Answer C

Question A stage where person becomes more receptive to information about a product
A Visiting store
B Heightened Attention
C Reading Material
D Phoning Friends
Answer B

Question A teenage girl continually nags her mother to buy her a pair of high-heeled shoes that feel very
uncomfortable to walk in, but are worn by all of her friends. This is an example of:
A physiological needs.
B personal needs.
C safety needs.
D social needs.
Answer D
Question A test in which people are shown a list of brands and asked which they remember is called:
A Recall test
B Recognition
C brand memory test
D Understanding TEST
Answer A

Question A Titan watch has one year warranty. In some showrooms they have provided an extended warranty
of three years. Which type of customer need is the company trying to satisfy?
A Real Need
B Stated need
C Unstated Need
D Delight Need
Answer D

Question A transaction does not involves ________.

A single party
B each party has something that might be of value to the other party
C each party is capable of communication and delivery
D each party is free to accept or reject the exchange offer
Answer A

Question A transaction involves ________.

A at least one party
B each party has something that might not be of value to the other party
C each party is capable of communication and delivery but not free to accept or reject the exchange
offer
D at least two parties
Answer D

Question A value based philosophy is a key component of :

A Selling philosophy
B Barter
C Marketing Philosophy
D Product Philosophy
Answer C

Question A(n) ________ need is one that the consumer is reluctant or unwilling to explicitly verbalize.
A secondary
B unstated
C delight
D secret
Answer D

Question According to ___________ theory, Consumers are not only give preference to the product capability
(functional aspects) but also cues like size, color and design of the product.
A Herzberg
B Sigmund Freud
C Abraham Maslow
D Peter Druck
Answer B

Question According to Maslow’s Hierarchy of Needs, the highest orders of needs are called as
A self-actualization needs
B social needs
C safety needs
D physiological needs
Answer A

Question According to Theodore Levitt, who drew a perceptive contrast between the selling and marketing
concepts, ________ is preoccupied with the need to convert products into cash.
A marketing
B selling
C direct marketing
D holistic marketing
Answer B
Question Additional 3 P’s of marketing mix are
A People, Process, Physical evidence
B Product, Price, Promotion
C People, Process, Promotion
D Physical evidence, Process, Place
Answer A

Question Adoption refers to the decision of consuming units to purchase new products and services
______________.
A regularly
B occasionally
C seldom
D on holidays
Answer A

Question Advertising, Sales Promotion, Public Relation, Personal selling are important elements of _______.

A Marketing Mix
B Communication Mix
C Product Mix
D Line Mix
Answer B

Question Affinity marketing is focused on the desires of consumers that belong to ___________ groups.
A Social
B Reference
C Family
D Nationality
Answer B

Question Age lifecycle, Occupation, Economic Situation comprise of ________________factor

A Social
B Cultural
C Physiological
D Personal
Answer D
Marks 1
Unit AB

Question Aggressive promotion, strong publicity, heavy price discounts, high power personal selling all these
factors are associated with ___________
A Exchange Concept
B Sales Concept
C Product Concept
D Production Concept
Answer B

Question All of the following are among the primary differences between a business market and a consumer
market EXCEPT:
A purchase decisions to satisfy needs.
B market structure and demand.
C the nature of the buying unit.
D the types of decisions and the decision process involved.
Answer A

Question All of the following would be among the major industries that make up the business market
EXCEPT ________.
A agriculture, forestry, and fisheries
B the Internet
C construction
D banking, finance, and insurance
Answer B

Question An equilibrium is a situation in which the actual quantity demanded is equal to the actual quantity
supplied.
A a) True.
B b) False.
C c) Partially true.
D d) Partially false.
Answer A

Question An open group of individuals who have similar social rank is known as:
A Social Class
B Club
C Interest Group
D Circle
Answer A

Question Anil comes to conclusion that Maruti is the car for his family This statement is ----stage of consumer
buying
A Need recognition
B Development of decision
C Evaluation of alternative
D decision
Answer D

Question Anything that can be offered to a market for attention, acquisition, use, or consumption that might
satisfy a want or need is called a(n):
A Idea.
B Demand.
C Product.
D Service.
Answer C

Question As a major steel manufacturer, Laxmi Steel focuses on having the most efficient manufacturing
processes in place. The company believes that its competitive edge lies in its ability to offer the best
prices. They also maintain an excellent distribution network that ensures wide availability of their
products. Laxmi Steel has a ________.

A selling orientation
B production orientation
C product orientation
D marketing orientation
Answer B

Question At the heart of any marketing program is the __________,the firm’s offering to the market
A service offer
B product
C sales support team
D packaging
Answer B

Question Automobile companies, new & used car dealers, auto magazines, spare parts dealers, service shops,
auto sites together are part of
A Automobile Metamarket
B Marketspace
C Non profit Market
D Government Market
Answer A

Question Basic needs such as food, clothing, and safety refer to:
A Social needs
B Physical needs
C Physical wants
D Individual needs
Answer B

Question Because business purchases are usually more complex than consumer purchases, business buyers
tend to ________.
A be influenced by the attitudes of others
B use a more formalized buying process
C act independently
D rely on intuition
Answer B
Question Biogenic needs are
A Self – esteem status
B Security, Protection
C Hunger, Thirst
D Sense of belonging, Love
Answer C

Question Brands that meet consumers’ initial buying criteria are called the ________.
A total set
B awareness set
C consideration set
D choice set
Answer C

Question Bread and milk are which kind of products?

A Specialty Products
B Convenience products
C Shopping products
D Unsought products
Answer B

Question Business markets have several characteristics that contrast sharply with those of consumer markets.
All of the following would be among those characteristics EXCEPT ________.
A fewer, larger buyers
B close supplier-customer relationship
C professional purchasing
D inverted demand
Answer D

Question Buyers level of _________________ determines why he/she is motivated to seek information about
a certain products and brands but virtually ignores others
A Significance
B Involvement
C Commitment
D Dedication
Answer B

Question Buying biscuits falls under one of the following buying behavior________
A dissonance reducing
B Variety seeking
C Habitual
D complex
Answer C

Question Buying decision process involves :

A 3 steps
B 5 steps
C 7 steps
D only 1 step
Answer B

Question Buying roles are

A Influencer, Buyer, Seller, Consumer, User, Gatekeeper
B Influencer, Buyer, Gatekeeper, Decider,Customer, Initiator
C Influencer, Buyer, Gatekeeper, Decider, User, Approver
D Influencer, Buyer, Gatekeeper, Decider, User, Approver,organisation.
Answer C

Question Buying tea falls under one of the following buying behavior
A Dissonance reducing
B Variety seeking
C Habitual
D Complex
Answer C
Question By studying and understanding consumers, organizations can establish and maintain a competitive
advantage in the:
A Stock market
B academic universe
C marketplace
D medical industry
Answer C

Question Car rental firms, hair dressers, and management consultants provide ________.
A Goods
B Experiences
C Services
D Events
Answer C

Question Cause related marketing can reflect adoption of ------------------

A Mass customisation
B Social Marketing
C Customer orientation
D Sales Orientation
Answer B

Question Changing/twisting current received information, inconsistent with beliefs, refers to:
A selective retention
B selective distortion
C selective learning
D selective exposure
Answer B

Question Cognitive dissonance is high when-

A Purchase is expensive
B Purchase is made in frequently
C Consumers face social risk
D Product is low involvement
Answer D

Question Cognitive dissonance occurs in which stage of the buyer decision process model?
A Need Recognition
B Brand identification
C Evaluation of alternatives
D Post-Purchase behaviour
Answer D

Question Companies address needs by putting forth a ________, a set of benefits that they offer to customers
to satisfy their needs.
A brand
B value proposition
C deal
D demand
Answer B

Question Companies derive market value from ________, such as brands, customer base, employees,
distributor and supplier relations, and intellectual capital.
A variable assets
B factories
C intangible assets
D tangible assets
Answer C

Question Companies omit to ask the vital question, "What business are we in?"
A Customer
B Marketing Myopia
C Customer Loyalty
D Selling
Answer B
Question Companies see ________ as an opportunity to enhance their corporate reputation, raise brand
awareness, increase customer loyalty, build sales, and increase press coverage.
A cause-related marketing
B brand marketing
C equity marketing
D direct marketing
Answer A

Question Companies that practice ________ are implementing a total market orientation and are likely to be
the most successful.
A reactive market orientation
B proactive marketing orientation
C both reactive and proactive marketing orientation
D invent and market
Answer C

Question Companies that sell products or services in the same market place, vying for the same customer as
one another are known as:
A Cartel
B Competitors
C Cooperatives
D Suppliers
Answer B

Question Consider the real estate industry. The ________ for this industry includes construction companies,
financing institutions, paint manufacturers, interior decorators, furniture manufacturers, and
plumbing industries.
A marketspace
B latent market
C geographic market
D metamarket
Answer D
Question Constantly being on the lookout for novel ways to solve familiar problems or address familiar needs
in engaging in __________________________.
A adoption
B use innovativeness
C consumer culture
D attitude behavior
Answer B

Question Consumer exhibit ________type of behaviour when the customer are not very brand conscious and
often switch to the brand.
A Extensive problem solving buying behaviour
B Routinized buying behaviour
C Variety seeking behaviour
D Impulse buying Behaviour
Answer C

Question Consumer purchases are influenced strongly by cultural, social, personal, and ________
A psychographic characteristics
B psychological characteristics
C psychometric characteristics
D supply and demand characteristics
Answer B

Question Consumers looking for post-purchase reinforcement are experiencing:

A dissonance.
B anxiety.
C interest.
D trial.
Answer A

Question Counterfeiter, cloner, adapter, imitators are the strategies of_____ while dealing with the
competition in the marketplace ?
A Market-Nicher
B Market- Challenger
C Market-Follower
D Market-Nicher
Answer C

Question Customer Delight is when –

A Customers’ expectations are fulfilled
B Customers gets product
C Customers gets more than expected
D Customers’ expectations are not fullfilled
Answer C

Question Customer is king

A Marketing approach
B Selling approach
C Relationship approach
D Economic approach
Answer A

Question Customer loyalty depends on how customers perceive ___________ of the product
A price
B quality
C offering
D value
Answer D

Question Customer loyalty is a commitment to re-buy or _________ a preferred product or service.

A repatronize
B reuse
C recycle
D recollect
Answer A
Question Customer service activities are
A Identifiable, but relatively intangible
B Unrelated to the success of goods and services
C Unidentifiable, but relatively tangible
D Unimportant to customers
Answer A

Question Customer value triad includes quality, service &_________

A Performance
B Price
C Retail outlet
D Satisfaction
Answer B

Question Customers exhibit greater price sensitivity in their search for ________.
A the right product
B the right service
C the right store
D value
Answer D

Question Customers with a long record of purchases from a preferred provider caused by their psychological
and emotional bond with a particular product are called as _______________
A Loyal Customer
B Satisfied Customer
C Dissatisfied customer
D All of the above
Answer A

Question Demand can be classified as-

A Negative demand, Declining demand, Existing demand, Overfull demand
B Irregular demand, Declining demand, Existing demand, Overfull demand
C Negative demand, Declining demand, Existing demand, Unwholesome demand
D Negative demand, Declining demand, Latent demand, Overfull demand
Answer D

Question Demand for transmission gera is

A Domestic buying behaviout
B Industrial buying behavior
C Regional buying behavior
D Local buying behavior
Answer B

Question DMU is__________

A Data measuring unit
B Decision monitoring unit
C Decision making unit
D Decision mapping unit
Answer C

Question Doest not help organizational buyer to reduce risk

A Experience with supplier
B Vendor image
C Television advertisement
D Supplier standing in industry
Answer C

Question Experiential Information source suggests________ the product.

A Buying
B Selling
C Handling
D Ignoring
Answer C
Question Extended decision making: delayed purchase::Routine decision making:
A Slow purchase
B Repurchase
C No purchase
D Fast purchase
Answer B

Question External sources do not involve-

A Personal source like family
B Non personal source like advertisements
C Third party reports
D Retrieving information from memory
Answer D

Question Factors affecting Consumer Behavior are Cultural Factors,________ and Personal Factors
A Legal Factors
B Social Factors
C Political Factors
D Environmental Factors
Answer B

Question Family is one of the ________ factors that influence consumer behavior.
A cultural
B business
C psychological
D personal
Answer C

Question Find the missing step in Buyer Decision Process.

Need Recognition------Information Search-------Evaluation of Alternatives-------Purchase Decision--
-----????????
A After sales service
B Post purchase behavior
C Market research
D Customer feedback
Answer B

Question Following is the advantage of customer loyalty

A Increase in brand awareness
B Increase in the frequency of purchase
C Increase in the marketing spend
D Increase in price per customer
Answer B

Question For __________ to exist, both ability & willingness to buy are necessary.
A Need
B Wants
C Demand
D Value
Answer C

Question For some brand loyal customers what does wearing Levi’s 501 jeans provide that other jeans
cannot?
A Need fulfillment
B Need recognition
C Want recognition
D Want satisfaction
Answer D

Question Four components of ______________ orientation are relationship marketing, integrated marketing,
internal marketing & socially responsibility marketing.
A Product
B Selling
C Marketing
D Holistic Marketing
Answer D
Question Friendliness, Adaptability, Authoritarianism are examples of :
A Internal traits
B Involvement
C Behaviour
D Action
Answer A

Question Generally _______ the risk higher the involvement.

A lower
B higher
C insignificant
D trivial
Answer B

Question Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors
can come between the purchase intention and the purchase decision. Which of the following is one
of these factors?
A cognitive dissonance
B alternative evaluation
C attitude of others
D new product adoption
Answer C

Question Good marketing is no accident, but a result of careful planning and ________.
A execution
B selling
C strategies
D tactics
Answer A

Question Handling customer complaints is part of which P out of 7 Ps?

A Physical Evidence
B Promotion
C Process
D People
Answer C

Question Henry Ford : Mass Production ::Mccarthy:

A Selling Concept
B Marketing Myopia
C 4Ps of Marketing
D Consumerism
Answer C

Question Henry Ford: Mass production:: LeDoux:

A Selling Concept
B Marketing Myopia
C Preservation
D Consumerism
Answer C

Question Henry Ford's famous quote "Doesn't matter what color car you want, as long as it is black." refers to

A Product Orientation
B Marketing Orientation
C Production orientation
D Sales orientation
Answer C

Question Holistic marketing incorporates ________ and understanding broader concerns and the ethical,
environmental, legal, and social context of marketing activities and programs.
A safe product design
B cultural marketing
C social responsibility marketing
D cross-functional teams
Answer C

Question Holistic marketing incorporates ________, ensuring that everyone in the organization embraces
appropriate marketing principles, especially senior management.
A profit objectives
B share of customer
C internal marketing
D the marketing mix
Answer C

Question How do consumers respond to various marketing efforts the company might use? What is a starting
point of a buyer’s behavior?
A Belief
B Subculture
C Post purchase feeling
D Stimulus-response Model
Answer D

Question How the consumer processes information to arrive at brand choices occurs during
which stage of the buyer decision process?
A need recognition
B information search
C evaluation of alternatives
D purchase decision
Answer C

Question Identify the concept that emerged in the mid-1950s as a customer-centered, sense-and-respond
philosophy.
A the product concept
B the production concept
C the selling concept
D the marketing concept
Answer D
Question Identify the statement which is not related to high involvement level of purchase
A Expenditure is very high
B Type of buy is routine purchase
C Risk involved is high
D Time taken is high
Answer B

Question Identify the statement which is not related to problem recognition stage
A Which may take place over a period of time
B Which may occur as a result of routine depeletion
C which include decision about choice criteria
D Which is initiated by emotional or psychological need
Answer C

Question If a company is guilty of “marketing myopia,” then it is:

A in danger of having dangerous cost overruns because it is trying to please too many diverse customer
groups.
B so taken with its products that it focuses only on existing wants and loses sight of underlying
C guilty of prejudice towards certain customer groups.
D falling into the trap of “copying” rather than “inventing” products.
Answer B

Question If a consumer uses Google to find comparative reports on new automobiles in preparation for
deciding on whether to purchase one or not, the consumer is using which of the following
information sources for assistance?
A Personal
B Public
C Commercial
D Experiential
Answer C
Question If a female consumer hates smoking and is willing to pay an extra tax just to help eliminate smoking
in her city, she is exhibiting ________ with respect to her views toward smoking.
A negative demand
B non-existent demand
C latent demand
D declining demand
Answer A

Question If actual performance exceeds the expected performance of the product, Then customer is
___________________
A Satisfied
B Dissatisfied
C Delighted
D Neutral
Answer C

Question If Target consumers are uninterested in the product, the product is said to have :
A Surplus demand
B Overfull demand
C Existing demand
D Zero Demand
Answer D

Question If the automobile industry sends advertising communications and personal sales messages to
prospective buyers in a simple marketing system, it expects ________ in return if the exchange
process is really working.
A goods
B services
C money
D information
Answer D

Question If your company were to make light bulbs to be used in photocopiers, It would most likely be selling
to a ________________ market.
A Consumer
B business
C government
D service
Answer B

Question Importance and intensity of interest in a product in a particular buying situation is known as:
A Commitment
B Dedication
C Involvement
D Significance
Answer C

Question In ________ consumers may share a strong need that cannot be satisfied by an existing product.

A negative demand
B latent demand
C declining demand
D irregular demand
Answer B

Question In ________more customers would like to buy the product than can be satisfied.
A latent demand
B irregular demand
C overfull demand
D negative demand
Answer C

Question In business markets, advertising can play a role, but a stronger role may be played by the sales force,
______, and the company’s reputation for reliability and quality.
A brand image
B distribution
C price
D promotion
Answer C

Question In business to business marketing emphasis is more on____

A Trade channel
B Personal selling
C Online marketing
D Advertising
Answer B

Question In organizational buying, product- specific buying factors leading to joint decision making usually
include ...........................
A Technology orientation
B Low time pressure for purchases
C Routine products
D Low perceived risk
Answer A

Question In response to giant retailers and category killers, entrepreneurial retailers are building entertainment
into stores with coffee bars, lectures, demonstrations, and performances. They are marketing a(n)
________ rather than a product assortment.
A experience
B customer value
C customer delight
D total service solution
Answer A

Question In response to threats from such companies as Amazon, Yahoo, eBay and dozens of others,
established manufacturers and retailers became “brick-and-click” oriented by adding online services
to their existing offerings. This process became known as ________.
A e-commerce
B disintermediation
C e-collaboration
D reintermediation
Answer D
Question In the ___________ era , output increases to meet demand
A Production
B Sales
C Marketing
D Barter
Answer A

Question In the context of consumer behaviour, Lifecycle stage is a ______ factor.

A Personal
B Social
C Cultural
D Psychological
Answer A

Question In the context of consumer behaviour, Perception is a________ factor.

A Personal
B Social
C Cultural
D Psychological
Answer D

Question In the context of consumer behaviour, the difference between the desired state and the actual
condition relates to _____ stage.
A Information search
B Purchase
C Post purchase feeling
D Need recognition
Answer D

Question In the course of converting to a marketing orientation, a company faces three hurdles—________.
A organized resistance, slow learning, and fast forgetting
B management, customer reaction, competitive response
C decreased profits, increased R&D, additional distribution
D forecasted demand, increased sales expense, increased inventory costs
Answer A

Question In the model of buyer behavior, which of the following is not a major type of force or event in the
buyer's environment?
A economic
B cultural
C technological
D channels
Answer D

Question In the purchasing decision process, the ________ are those who request that something be
purchased. They may be users or others in the organization.
A users
B initiators
C influencers
D deciders
Answer B

Question In the terminology of marketing mix, place refers to

A Geographical area
B Market
C Company
D Distribution Channels
Answer D

Question In Walt Disney's Magic Kingdom, customers can visit a fairy kingdom, a pirate ship, or even a
haunted house. Disney is marketing a(n) ________.
A experience
B service
C event
D organization
Answer A

Question In which Era,” sense and respond “was the company orientation towards the market place?
A Selling concept
B Holistic Concept
C Production Concept
D Marketing Concept
Answer D

Question In which of the following dimensions of holistic marketing might we find an emphasis on
communications, products and services, and channels?
A Internal marketing
B Integrated marketing
C Socially responsible marketing
D Relationship marketing
Answer B

Question In which situation do marketers attempt to place their ads in appropriate media contexts to enhance
their effectiveness?
A communications
B purchase
C usage
D disposition
Answer A

Question In which type of marketing does a company partner with a charity or 'cause' by which the 'cause'
benefits financially from the sale of specific products?
A World Class Marketing
B Corporate social marketing
C Cause-related marketing
D Systems Marketing
Answer C
Question Individual or group of individuals who offer donations or money in lieu of religious services offered
to them by religious organisation like temple, church and mosque.This is a ______________

A religious process
B relation
C transction
D charity
Answer C

Question Industrial products are

A purchased for personal consumption.
B frequently purchased for both their functional aspects and their psychological rewards.
C traditionally classified according to their characteristics and intended uses.
D not purchased by non-business organisations.
Answer D

Question Industry boundaries are blurring at an incredible rate as companies are recognizing that new
opportunities lie at the intersection of two or more industries this is called ________.
A industry convergence
B heightened competition
C customization
D globalization
Answer A

Question Interest:Gather information:: Decision:

A Consumer know the product
B Adoption or rejection
C Buy product to experiment
D Rethink the decision
Answer B

Question Internet sites created for the purpose of shopping online are known as:
A Meta Market
B Market Place
C Market Space
D Physical market
Answer C

Question Jaggu buys spares for use in the servicing of motorcycles in his garage. Jaggu is involved in
________.
A consumer buying behavior
B marketing
C retail buying
D business buying
Answer D

Question Jerry Welsh, of American Express announced a donation of $1 for every new card issued and $0.01
for every transaction to restoration of the Statue of Liberty. This novel strategy is known as

A social marketing
B environmental marketing
C cause-related marketing
D benefit marketing
Answer C

Question Julia is worried about the rising pollution levels in her city. She doesn't mind paying extra for goods
and services that use sustainable processes to help control pollution. This is an example of ________
for pollution.
A declining demand
B nonexistent demand
C latent demand
D negative demand
Answer D

Question Kenilworth Inc. is shifting from its rented four-room office to a standalone office building owned by
the company itself. This can be classified as a ________.
A modified rebuy
B straight rebuy
C new rebuy
D new task
Answer D

Question Key Components of Marketing concept

A Product concept, Production concept, Selling Concept and Societal Concept
B Product, Price, Place and Promotion
C Customer Orientation, Integrated effort and Goal Achievement
D Suppliers, Customers, Competitors and Intermediaries
Answer C

Question Latent demand is said to exist when

A Consumers dislike a product
B Consumers are unaware of a product
C Consumers have a strong need which can’t be satisfied by existing product
D More consumers would like to buy a product that can be satisflied.
Answer C

Question Major Promotional elements includes Advertising, Sales Promotion, Direct Marketing, Personal
selling & _________
A Outdoor Advertising
B Electronic Outdoor Advertising
C Public Relations
D Discounts
Answer C

Question Managers of ________ businesses concentrate on achieving high manufacturing efficiency, low
costs, and mass distribution.
A selling-oriented
B product-oriented
C production-oriented
D marketing-oriented
Answer C

Question Many brick-and-click competitors became stronger contenders in the marketplace than the pure-
click firms because they had a larger pool of resources to work with and ________.
A better prices
B greater value
C well-established brand names
D one-on-one communications
Answer C

Question Many countries have ________ industries to create greater competition and growth opportunities.

A open-market
B deregulated
C regulated
D controlled
Answer B

Question Market refers to :

A A group of sellers
B A group of buyers
C A Group of buyers & sellers
D Physical place
Answer C

Question Market where demand for goods is greater than supply

A Sellers market
B Buyers market
C Retail market
D Wholesale market
Answer A
Question Marketers argue for a ________ in which all functions work together to respond to, serve, and
satisfy the customer
A cross-functional team orientation
B collaboration model
C customer orientation
D management-driven organization
Answer C

Question Marketers at Johnny Inc. believe in putting their customers ahead of everything else. Their products
are carefully designed to meet customer requirements and the entire focus is on achieving customer
satisfaction. Johnny Inc., follows the ________ concept in doing business.
A production
B product
C selling
D marketing
Answer D

Question Marketers often use the term ________ to cover various groupings of customers
A people
B demographic segment
C social class position
D market
Answer D

Question Marketing activities are often designed to influence _______________ and lead to profitable
exchanges.
A Consumer decision making
B Sales strategies
C Advertising strategies
D Export strategies
Answer A

Question Marketing evaluation and ________ processes are necessary to understand the efficiency and
effectiveness of marketing activities and how both could be improved
A control
B analysis
C measurement
D feedback
Answer A

Question Marketing involves identifying, creating, ___________, delivering value to the customer.
A Advertising
B Attracting
C Communicating
D Conserving
Answer C

Question Marketing is
A Only a function of management
B Function of management as well as a business philosophy
C It is only a business philosophy
D Selling goods and services
Answer B

Question Marketing is ___________

A Selling more
B Managing customer relationships profitably
C Frequently Advertising
D Making & distributing products
Answer B

Question Marketing is a concept which can create __________ for products & services in market.
A Demand
B Supply
C Consumer
D Competitors
Answer A
Question Marketing is both an "art" and a "science." This suggests that the formulated side of marketing and
the ________ side need to work in harmony.
A creative
B execution
C management
D selling
Answer A

Question Marketing is defined by the American Marketing Association as the activity, set of institutions, and
processes for ______, ________, ________, and __________ offerings that have value for
customers, clients, partners, and society at large.
A Making, Arranging, Maintaining and Selling
B Creating, Communicating, Delivering, and Exchanging
C Creating, Advertising, Selling, and Transferring
D Performing, Displaying, Offering, and Exchanging
Answer B

Question Marketing is managing profitable _____________.

A Business
B Image
C Products
D Customer Relationships
Answer D

Question Marketing managers should adapt the marketing mix to ___________________ and constantly
monitor value changes and differences in both domestic and global markets.
A Sales strategies
B Marketing concepts
C Cultural values
D Brand images
Answer B
Question Marketing Mix for services has:
A 4 Ps
B 3 Ps
C 6 Ps
D 7 Ps
Answer D

Question Marketing Myopia is

A Long term view of marketing
B Short term marketing
C Short sighted view of marketing
D Broad minded view of marketing
Answer C

Question Marketing myopia means ______ sightedness.

A Short
B Long
C medium
D broad
Answer A

Question Marketing strategies are often designed to influence _______________ and lead to profitable
exchanges.
A Consumer decision making
B Sales strategies
C Advertising strategies
D Export strategies
Answer A

Question Marketplace is_____________ and Marketspace is ________________

A virtual, real
B non-existent, physical
C physical, digital
D cluster of products, group of metamediaries
Answer C

Question Markets classified on the basis of Geographical area is-

A National, Spot, Regional, International
B Spot, Terminal, Central, Regional
C National, International, Regional, Local
D Spot, National, International, Regional
Answer C

Question Markets classified on the basis of volume per transaction of business are:
A Conventional, Modern
B Agent, C&F
C Retail, Wholesale
D CFAs, Stockist
Answer C

Question Maslow's theory is that ________ are arranged in a hierarchy from the most pressing at the bottom
to the least pressing at the top.
A stimuli
B perceptions
C decisions
D human needs
Answer D

Question Mass customization has been enhanced and made to work more effectively because of:
A Pricing strategies that penetrate
B the realization customers want consistency and duplication in their products
C sports marketing models and their effect on manufacturing
D computer controlled factory equipment and the Internet
Answer D
Question Match the pair
Group A Group B
1. Product I. Customer Convenience
2. Price II. Customer Solution
3. Place III. Communication
4.Promotion IV. Customer Cost
A 1-IV,2-III,3-I,4-II
B 1-II,2-IV,3-I,4-III
C 1-I,2-III,3-IV,4-II
D 1-II,2-IV,3-III,4-I
Answer B

Question McCarthy: Four Ps::William Mindak :

A Selling Concept
B Marketing Myopia
C Public Relations
D Consumerism
Answer C

Question Measuring customer satisfaction is essential because

A Highly satisfied customer is not the one which stays loyal longer
B Buys more
C Cost more to serve
D Talk favourable about company
Answer C

Question Membership group is a type of _______ group.

A Primary
B Secondary
C Dissociative
D Reference
Answer D
Question Merchandising,Pricing, Propaganda, Physical Distribution and Termination are terms associated
with _______
A Selling Functions
B Buying Functions
C Marketing Functions
D Production function
Answer C

Question Modern Marketing concept emphasizes--------orientation

A Sales
B Product
C Customer
D Enterprise
Answer C

Question Mohan Sawhney has proposed the concept of ________ to describe a cluster of complementary
products and services that are closely related in the minds of consumers but are spread across a
diverse set of industries.
A metamarket
B vertical integration
C horizontal integration
D betamarket
Answer A

Question Most large companies research _____ buying decisions to find out what they buy, where they buy,
how and how much they buy, when they buy, and why they buy.
A market
B permanent
C consumer
D social
Answer C

Question Non Profit and Governmental Market is a type of _____Market.

A Institutional Market
B Global market
C Business market
D Consumer Market
Answer A

Question Of key interest to marketers are the major informational sources to which the consumer will turn and
the relative importance of each. Which of the following would be considered to be an experiential
information source?
A Using the product itself.
B Using the product itself a.
C Acquaintances.
D Web sites.
Answer A

Question Of the four competing philosophies, the Furniture Industry is an example of what kind of
orientation:
A Sales Orientation
B Societal Marketing Orientation
C Marketing Orientation
D Production Orientation
Answer A

Question Once you have decided you need a new car,you may search web,talk to friends and gather
information this stage in buyer decision Porcess is refereed as____________
A Need recognition
B Information search
C alternative evaluation
D Purchase decision
Answer B

Question One of the key tasks of marketers is ____________ and to create consumer perceptions that the
product is worth purchasing.
A to make products easily visible and available
B to promote sales of products
C to differentiate their products from those of competitors
D to do marketing surveys
Answer C

Question One traditional depiction of marketing activities is in terms of the marketing mix or four Ps. The
four Ps are characterized as being ________.
A product, positioning, place, and price
B product, production, price, and place
C promotion, place, positioning, and price
D product, price, promotion, and place
Answer D

Question Online Shopping is a classic example of __________

A Marketplace
B Market space
C Metamarket
D place
Answer B

Question Only when you own the product, you get the ______ utility.
A Place
B Form
C Possession
D Time
Answer C

Question Opinion leaders are sometimes referred to as ________

A the middle class
B the upper class
C buzz marketers
D the influentials
Answer D
Question P&G through its NGO partner CRY, executes a project focused on enabling the child’s right to
education: Padhega India to Bhadega India. This is an example of __ type of marketing.
A Product
B Concept
C Cause-related marketing
D Retail
Answer C

Question Phenemenon of select inputs to be exposed to our awareness is known as:

A selective retention
B selective distortion
C selective learning
D selective exposure
Answer D

Question Physical stores where the customers shop for products are also known as:
A Meta Market
B Market Place
C Market Space
D Customer market
Answer B

Question Problem awareness :unfulfilled desire:: stimulus:

A Alternatives
B Cue or drive
C weighing features
D picking where to buy
Answer B

Question Problem recognition is part of:

A The marketing mix.
B Personal influence.
C The decision process.
D Segmentation
Answer C

Question Product concept approach to marketing is also known as ____________.

A Technology push model
B Quality Push Model
C Quality Model
D Techno quality model
Answer A

Question Product oriented marketing is ________ concept of marketing.

A New
B Old
C Future
D Recent
Answer B

Question Profit through Customer Satisfaction Is aimed in …………. Concept

A Marketing
B Production
C Holistic
D Selling
Answer A

Question Purchase of Mercedes may be a status consideration. This is-

A Economic criteria
B Social criteria
C Technical criteria
D Personal criteria
Answer B
Question Quality, features, style, options, brand name, packaging, guarantees and warranties, and service are
related to which element of the marketing mix?
A Place
B Price
C Product
D Promotion
Answer C

Question Ramesh trains his company's sales force to go after the consumer. He repeatedly asks his team to
bear in mind the essential fact that it is the sales team's responsibility to rouse the consumer's interest
and make him feel that he needs the product. A true salesman is one who can convert an indifferent
consumer walking into the store into a new customer. Ramesh believes in the ________ concept.

A product
B production
C selling
D marketing
Answer C

Question Rising promotion costs and shrinking profit margins are the result of
A globalisation
B privatisation
C deregulation
D heightened competition
Answer D

Question Sales of woollen clothing usually increase during the winter season and decline thereafter. This is an
example of ________ demand.
A irregular
B declining
C latent
D negative
Answer A
Question Satisfied customers are likely to engage in generating __________ for a product.
A Intelligence
B curiosity
C word-of-mouth
D inertia
Answer C

Question Selection of a car is ------- involvement product decision

A Low
B High
C No
D Moderate
Answer B

Question Services are_______

A Tangible
B Physical
C Intangile
D Incapable
Answer C

Question Several scholars have found that companies who embrace the marketing concept achieve superior
performance. This was first demonstrated for companies practicing a ________—understanding and
meeting customers’ expressed needs.
A reactive market orientation
B proactive marketing orientation
C total market orientation
D impulsive market orientation
Answer A

Question Small sellers concentrate their marketing efforts on reaching ________.

A approvers
B initiators
C key buying influencers
D users
Answer C

Question Soft Drinks, Salt, air tickets, shoes, cosmetics are majorly sold in
A Business Markets
B Consumer Markets
C Industrial Markets
D Government Markets
Answer B

Question Steps in consumer buyer behavior are

A Purchase, information search, Problem recognition, Evaluation and Post purchase evaluation
B Problem recognition, information search, evaluation of alternatives, Purchase decision, Post
purchase evaluation
C Purchase, Problem recognition, Complaining, getting a replacement
D Evaluation of alternatives, Purchase, Problem recognition, Information search, Post purchase
evaluation
Answer B

Question Successful marketing requires that companies fully connect with their customers. Adopting a
________ marketing orientation means understanding consumers—gaining a 360-degree view of
both their daily lives and the changes that occur during their lifetimes.
A holistic
B customer
C segmented
D focused
Answer A

Question That business markets have more buyers involved in the purchase decision is evidence of which of
the following characteristic differences between business and consumer markets?
A market structure and demand
B the nature of the buying unit
C types of decisions made
D type of decision process itself
Answer B

Question The "shopping product" consumer classification would include such products as:
A Life insurance, burial plots, new products
B soft drinks, bread, milk
C automobiles, homes, vacations
D expensive jewelry, gourmet dinners, limited production automobiles
Answer C

Question The ________ concept holds that consumers and businesses, if left alone, will ordinarily not buy
enough of the organization’s products.
A production
B selling
C marketing
D product
Answer B

Question The ________ concept holds that consumers will favor those products that offer the most quality,
performance, or innovative features.
A product
B marketing
C production
D selling
Answer A

Question The ________ consists of all the organizations that acquire goods and services used in the
production of other products or services that are sold, rented, or supplied to others.
A business market
B consumer market
C e-commerce market
D global market
Answer A
Question The ________ holds that the organization’s task is to determine the needs, wants, and interests of
target markets and to deliver the desired satisfactions more effectively and efficiently than
competitors in a way that preserves or enhances the consumer’s and the society’s well-being.

A customer-centered business
B focused business model
C societal marketing concept
D ethically responsible marketing manager
Answer C

Question The ________ includes the immediate actors involved in producing, distributing, and promoting the
offering. The main actors are the company, suppliers, distributors, dealers, and the target customers.

A operations environment
B management environment
C strategic environment
D task environment
Answer D

Question The ________ is practiced most aggressively with unsought goods, goods that buyers normally do
not think of buying, such as insurance, encyclopedias.
A production concept
B selling concept
C marketing concept
D product concept
Answer B

Question The ________ process consists of analyzing marketing opportunities; selecting target markets;
designing marketing strategies; developing marketing programs; and managing the marketing effort.

A marketing planning
B strategic planning
C market research
D opportunity analysis
Answer A

Question The ________ promises to lead to more accurate levels of production, more targeted
communications, and more relevant pricing.
A Age of Globalization
B Age of Deregulation
C Industrial Age
D Information Age
Answer D

Question The ________ refers to the various links that are involved in moving a product from its
manufacturer into the hands of its buyer.
A distribution chain
B network chain
C supply chain
D promotion network
Answer A

Question The _______________ era integrates consumer research and analysis into all efforts
A Production
B Sales
C Product
D Marketing
Answer D

Question The __________________ is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others.
A facilitator
B referent actor
C opinion leader
D social role player
Answer C
Question The 4 Ps of Marketing Mix for goods are:
A Product, prize, present, and promotion
B Promotion, people, process, physical evidence
C place, price, promotion & product
D product, price, people & promotion
Answer C

Question The ability of a company to deal with customers one at a time has become practical as a result of
advances in ________, computers, the Internet, and database marketing software.
A improved communication flow
B information technology
C just-in-time manufacturing
D factory customization
Answer D

Question The balance between Company profits, Customer wants and Society's interests is achieved in the

A Relationship Marketing Orientation

B Marketing Orientation
C Societal Marketing Orientation
D Sales orientation
Answer C

Question The business marketer normally deals with _____________ than the consumer marketer does.
A far greater but smaller buyers
B far greater and larger buyers
C far fewer but far larger buyers
D far fewer and smaller buyers
Answer C

Question The buyer decision process consists of five stages. Which of the following is NOT one of these
stages?
A Evaluation of Alternatives
B Information search
C Variety-seeking buying behavior
D Post purchase behavior
Answer C

Question The buying process can be triggered by a(n) __________ when one of the person’s normal needs—
hunger, thirst, rises to a level high enough to become a drive.
A awareness
B external stimuli
C internal stimuli
D experiential motivation
Answer C

Question The buying process starts when the buyer recognizes a _________.
A Product
B an advertisement for the product
C a salesperson from a previous visit
D problem or need
Answer D

Question The buying process starts with ________, in which the buyer recognizes a problem or need.
A need recognition
B information search
C evaluation of alternatives
D separation of needs and wants
Answer A

Question The characteristics of customers is part of the:

A market audit
B demographics.
C marketing mix.
D target market.
Answer B

Question The concept of “Markeing Myopia” was conceived by………..

A Max weber
B Theodere Levitt
C Kelvin Lane Keller
D Philip Kotler
Answer B

Question The consumer’s estimate of the product’s overall capacity to satisfy his or her needs is called:
A Product Cost
B Product Value
C Product need
D Product Satisfaction
Answer B

Question The controllable variables a company puts together to satisfy a target group is called the
____________________.
A Marketing audit
B Marketing mix
C Business Plan
D Marketing plan
Answer B

Question The customer perceived value for the product directly impacts the product's __________ .
A distribution chain
B price
C taxation
D size
Answer B

Question The decision making unit of a buying organisation is.....................

A Gatekeepers
B Management
C The Purchasing department
D The buying centre
Answer D

Question The demand for business goods is ultimately derived from the demand for ________.
A raw materials
B consumer goods
C electronics
D business solutions
Answer B

Question The desire to drink a Coke instead of orange juice is an example of a(n):
A necessity.
B need.
C want.
D requirement.
Answer C

Question The difference between short term consumer wants and long term consumer welfare is achieved in

A Societal Marketing Orientation

B Marketing Orientation
C Relationship Marketing Orientation
D Sales orientation
Answer A

Question The first stage in the Buying Process is

A Information Serach
B Evaluation of Alternatives
C Purchase Decision
D Need/Problem Recognition
Answer D

Question The five-stage model of the consumer buying process includes all of the following stages EXCEPT
________.
A problem recognition
B information search
C social interaction
D purchase decision
Answer C

Question The four Ps represent the sellers’ view of the marketing tools available for influencing buyers. From
a buyer’s point of view, each marketing tool is designed to deliver a customer benefit. Robert
Lauterborn suggested that the sellers’ four Ps correspond to the customers’ four Cs. The four Cs are
________

A customer focus, cost, convenience, and communication

B customer solution, customer cost, convenience, and communication
C convenience, control, competition, and cost
D competition, cost, convenience, and communication
Answer B

Question The four Ps translated into the four Cs are ________.

A customer focus, cost, convenience, and communication
B customer solution, customer cost, convenience, and communication
C convenience, control, competition, and cost
D competition, cost, convenience, and communication
Answer B

Question The habits and patterns of consumers in the acquisition and usage of goods and services are known
as:
A Personal habits
B Social habits
C Good Habits
D Buying Behaviour
Answer D
Question The incentive and premium received on product and services in order to boost short term sale is
called as___________.
A advertising
B public relation
C sales Promotion
D direct Marketing
Answer C

Question The increase in worth of a product or service as a result of a particular activity - in the context of
marketing, the activity might be packaging.
A Quality
B Value Addition
C Creativity
D Innovation
Answer B

Question The main objective of Marketing as opposed to selling is

A Profit
B Customer Value
C Targets
D Growth
Answer B

Question The market is in a state of ________ demand if; a major part of the market dislikes the product and
may even pay a price to avoid it.
A Positive
B Spiralling
C Negative
D Stagnant
Answer C
Question The marketing concept holds that ________.
A a firm should find the right products for its customers, and not the right customers for its products

B customers who are coaxed into buying a product will most likely buy it again
C a new product will not be successful unless it is priced, distributed, and sold properly
D a better product will by itself lead people to buy it without much effort from the sellers
Answer A

Question The marketing concept holds that customers will remain loyal if:
A a company offers numerous 'specials'.
B the company produces a product with enough features to satisfy everybody.
C the customers' needs are met at a price that represents value for money.
D the company's marketing activities are persuasive enough
Answer C

Question The mental act, condition or habit of placing trust or confidence in another shows which of the
following options?
A Motive
B Belief
C Behavior
D Attitude
Answer B

Question The most important characteristic of marketing as a business function is its focus on:
A inter-functional responsibilities.
B customer needs.
C barter exchange requirements.
D production efficiencies.
Answer B

Question The most Unique Element of 4Ps is :

A Price
B Place
C product
D Promotion
Answer A

Question The only revenue producing element in the marketing mix is.
A Product.
B Price.
C Place.
D Promotion.
Answer B

Question The process that creates changes in behaviour is called:

A selective adaptation.
B learning.
C involvement manipulation.
D attitude adjustment.
Answer B

Question The Promotional campaign “Malaysia Truly Asia” tries to attract tourists to visit Malaysia. This type
of promotion/advertising is known as
A Event Marketing
B Person Marketing
C Idea Marketing
D Place Marketing
Answer D

Question The provision of goods or services which fulfill the customer's expectations in terms of quality and
service, in relation to price paid is likely to result in:
A Cognitive dissonance
B Customer Satisfaction
C Customer Confusion
D Customer Agony
Answer B
Question The purchase decision and consumption process always occur in the context of _____.
A others
B a specific situation
C marketing communications
D an extended decision-making process
Answer B

Question The purchasing department buys office supplies on a routine basis from a pre-approved list of
suppliers. This type of purchase is classified as a ________.
A straight rebuy
B modified rebuy
C new task
D secondary purchase
Answer A

Question The quote "I do not consider a sale complete until goods are worn out and the customer still
satisfied. We will thank anyone to return goods that are not perfectly satisfactory...Above all things
we wish to avoid having a dissatisfied customer." refers to:
A Product Orientation
B Marketing Orientation
C Production orientation
D Sales orientation
Answer B

Question The relationship between the consumer's expectations and the product's ________ determines
whether the buyer is satisfied or dissatisfied with a purchase
A brand personality
B recognition
C service quality
D perceived performance
Answer D

Question The scope of marketing comprises of-

A Goods, Services, Consumer Behavior, Celebrity Persons
B Services, Experiences, Events, Persons
C Organization, Perception, Information, Ideas
D Persons,Places, Perception, Properties
Answer B

Question The set of marketing tools a firm uses to pursue its marketing objectives is known as:
A Exchange
B Transaction
C Marketing Mix
D Value
Answer C

Question The situation in which consumers receive information has an impact on their behavior and is
referred to as the _____ .
A Communications
B Purchase
C Usage
D Disposition
Answer A

Question The Soccer World Cup is promoted aggressively to both companies and fans. This is an example of
marketing a(n) ________.
A idea
B service
C luxury item
D event
Answer D

The store front, the uniforms employees wear, signboards are elements of
A Store
B Retail outlet
C Physical evidence
D Place
Answer C

Question The sum of the perceived tangible & intangible benefits per costs to customers is called:
A Price
B Satisfaction
C Value
D Cost
Answer C

Question The task of business is to deliver ______________ at a profit

A Products
B Customer Value
C Products and Services
D Customer Needs
Answer B

Question The telephone operator working in an organization which is in the process of buying goods from
suppliers acts as-
A Initiators
B Buyers
C Gatekeepers
D Deciders
Answer C

Question The term industry refers to :

A A group of sellers / firms
B A group of buyers
C A Group of buyers & sellers
D Physical place
Answer A

Question The term 'marketing mix' describes:

A a composite analysis of all environmental factors inside and outside the firm.
B a series of business decisions that aid in selling a product.
C the relationship between a firm's marketing strengths and its business weaknesses.
D a blending of strategic elements to satisfy specific target markets.
Answer D

Question The term marketing refers to:

A new product concepts and improvements.
B advertising and promotion activities.
C a philosophy that stresses customer value and satisfaction.
D planning sales campaigns
Answer C

Question The typical buying center has a minimum of ________ members.

A 2–3
B 3–4
C 4–5
D 5–6
Answer D

Question The utilization of marketing approaches by hospitals, theaters, universities and nonprofit
organizations:
A has not changed compared to practices in the past.
B has increased substantially in the recent past.
C is outside the domain of marketing per se.
D is only appropriate in for-profit situations.
Answer B

Question The want satisfying power of a product is called its-------

A Utility
B Demand
C Supply
D Need
Answer A

Question The website selling tickets for Sachin's 200th match crashed. Which of the following demand states
applies to this situation?
A nonexistent demand
B latent demand
C overfull demand
D unwholesome demand
Answer C

Question There is a high chance of Customer loyalty from a_______ customer.

A First time
B Delighted
C Female
D Wealthy
Answer B

Question Those who buy goods and services for resale, as inputs to production of other goods or services, or
for use in the day-to-day operations of the organization are:
A intermediaries.
B utilitarian consumers.
C organizational customers.
D Consumer.
Answer C

Question Those who buy goods and services for their own personal use or the use of others in their immediate
household are:
A Customer
B organizational customers.
C intermediaries.
D ultimate consumers.
Answer D

Question Three elements of extended marketing mix are

A Quality, service & price
B People, Processes & Physical Evidence
C Packaging, Public Relations & Personal Selling
D People, Politics & Power
Answer B

Question To create and capture value, sellers need to understand business organizations’ needs, resources,
policies, and ________.
A buying procedures
B demands
C protocols
D strategies
Answer A

Question To satisfy a want or need of a customer ________ can be offered to a market.

A Management Strategy
B Demand
C Better Vision
D Product
Answer D

Question To understand a consumer's behavior, we must know about the _____.

A company
B situation
C stimulus object
D b, and c
Answer D

Question Today’s successful companies at all levels have one thing in common. The common theme can best
be described as one where the companies are:
A oriented around public service.
B strongly customer focused and heavily committed to marketing.
C moving toward globalization and socialization.
D more interested in governmental regulation and control than ever before.
Answer B

Question Toilet soap is----------involvement product

A High
B No
C Low
D Moderate
Answer C

Question Tools Inc. buys hammers, bolts and other hardware items and sells them to hardware shops at a price
that includes a profit. Tools Inc. would be a part of what kind of market?
A Reseller market
B Producer market
C Institutional market
D Target market
Answer A

Question Toy advertisements are aimed at young children:

A because they are the real decision makers.
B in the hope that they will influence their parents.
C because they have a great deal of purchasing power.
D because TV ads aimed at children in India are subsidized by the government.
Answer B

Question Transactional Marketing Concept can also be called as

A Societal Marketing Concept
B Traditional Marketing Concept
C Holistic Marketing Concept
D Product Concept
Answer B

Question Two of the most important psychological factors that impact consumer decision -making process are
product _____________ and product involvement.
A Marketing
B Strategy
C Price
D Knowledge
Answer C
Question Two of the most important psychological factors that impact consumer decision-making process are
product _____________ and product involvement.
A Marketing
B Strategy
C Price
D Knowledge
Answer D

Question Ultimately, the amount of steel sold to General Motors depends on the consumers' demand for GM
cars and trucks. From the standpoint of the steel manufacturer, which of the following demand
forms is most pertinent?
A derived demand
B inelastic demand
C geographic demand
D relational demand
Answer A

Question Under Product Concept, the marketing strategy of a company is to

A Carrying out promotion for large scale selling
B Anticipating & fulfilling the need & wants of consumers
C making continuous product improvements
D making available affordable products
Answer C

Question Under which of the following company orientations toward the marketplace would we expect to find
the “better mousetrap” fallacy?
A Production concept
B Product concept
C Selling concept
D Marketing concept
Answer B

Question Understanding __________ is the starting point of the entire marketing activity.
A Competitor
B Economy
C Markets
D Customer Needs
Answer D
Question Understanding consumer buying behavior is not easy. The answers are often locked
deep within the consumer’s head. The central question for marketers is:
A how much money is the consumer willing to spend?
B how much does the consumer need the product being offered for sale?
C how much does a discount or a coupon affect the purchase rate?
D how do consumers respond to various marketing efforts the company might use?
Answer D

Question Using marketing research to identify latent needs of consumers points to which of the following
marketing orientations ?
A Selling orientation
B Promotion orientation
C Proactive marketing orientation
D Reactive market orientation
Answer C

Question Varad is in the process of buying a new car. He is highly involved in the purchase and perceives
significant differences among his three favourite models. Varad's next step is most likely to be
________.
A opinion leadership
B cognitive dissonance
C evaluation of alternatives
D Post purchase behavior
Answer C

Question Varun thought he had received the best deal on his new car. Shortly after the purchase, Varunl
started to notice certain disadvantages of his new car as he learned more about other cars available.
Varun is experiencing ________.
A Post purchase cognitive dissonance
B Post purchase culture
C information evaluation
D selective perception
Answer A

Question Wal-Mart has become the world’s largest retailer by delivering on its promise, “Always low
prices—always.” This would be an example of the marketing philosophy that says:
A “Take care of your customers, and market share and profits will follow.”
B “Buy cheap, sell cheap.”
C “Always take discounts and pass some of them on to consumers.”
D “Distribution is the secret to all conquests in marketing.”
Answer A

Question Walt Disney’s Magic Kingdom represents a/an ________ marketing oreintation: customers visit a
fairy kingdom, a pirate ship, or a haunted house.
A experiential
B services
C event
D celebrity
Answer A

Question Wants can become demands if they are backed by __________

A Needs
B Buying power
C Products
D Consumer research
Answer B

Question Webmax produced and marketed cameras. After considerable research and development, they
developed a new digital camera that had an array of new features. Webmax was so sure about the
new offering that they even reduced their marketing budget. What sort of orientation does Webmax
have toward the marketplace?

A production orientation
B product orientation
C selling orientation
D marketing orientation
Answer B

Question What are the four broad components of holistic marketing?

A relationship, internal, position, and performance marketing
B integrated, internal, position, and performance marketing
C relationship, integrated, internal, and performance marketing
D integrated, relationship, social responsibility, and position marketing
Answer C
Question What can be marketed as an experience ?
A Places
B Ideas
C Information
D Amusement Parks
Answer D

Question What can we say about the size of the business market compared to consumer markets?
A It is approximately the same.
B It is smaller.
C It is somewhat larger.
D It is huge.
Answer D

Question What is the basic property of a service which makes it different from Goods?
A Shape
B Size
C It is very expensive
D Intangibility
Answer D

Question When a consumer makes the final decision on which brand to buy, he or she selects a brand from the
________ set.
A choice
B awareness
C consideration
D total
Answer A

Question When a customer has a(n) ________ need he/she wants a car whose initial cost is low.
A stated
B real
C unstated
D delight
Answer A
Question When a customer has a(n) ________ need the customer wants to be seen by friends as a savvy
consumer.
A real
B unstated
C delight
D secret
Answer D

Question When a customer has a(n) ________ need, the customer might expect something like admiration
from friends because he or she has purchased something that might indicate a certain market savvy.

A real
B unstated
C delight
D secret
Answer D

Question When a need is directed to a specific object, it becomes a-

A Demand
B Desire
C Want
D Value
Answer C
Marks 1
Unit EA

Question When a non-profit organization, like a university, purchases copying paper in bulk for its
photocopying machines, what is it purchasing?
A A consumer good.
B A consumer service.
C An industrial good.
D An industrial service.
Answer C

Question When an individual wants and he also has the _________ to buy it, then wants are converted to
demands.
A Intelligence
B Curiosity
C Ability
D Inertia
Answer C

Question When campaigns are conducted against cigarettes, alcohols, hard drugs, handguns and pirated
movies, such products can be said to have _____ demand.
A Stable demand
B Overfull demand
C Unwholesome demand
D Stagnant demand
Answer C

Question When companies measure the number of people who are willing and able to buy their products, they
are measuring ________.
A Market potential
B real needs
C standard of living
D disposable income
Answer A

Question When consumers are seeking low-involvement products, they are unlikely to engage in extensive
search, so _________________ is important.
A Order processing
B Order booking
C Ready availability
D Information about warranty
Answer C

Question When customer expectations regarding product quality, service quality, and value-based price are
met or exceeded, _____ is created.
A customer satisfaction
B planning excellence
C a quality rift
D a value line
Answer A
Question When customer gets all the services under one roof from diversified industries that market is
called................
A Business Market
B Consumer Market
C Meta market
D Grey market
Answer C

Question When customer gets more than what he is expected from that product then it is called as..............

A Consumer behaviour
B Consumer Delight
C Consumer Satisfaction
D Consumer Product
Answer B

Question When many consumers share a strong need that cannot be satisfied by any existing products, one
can say that ____ type of demand exists.
A Latent
B Surplus
C Negative
D Stagnant
Answer A

Question When marketers interview a small number of recent purchasers, asking them to recall the events
leading to their purchase, the marketers are using the ________ method to learn more about the
consumer buying process
A introspective
B retrospective
C prospective
D prescriptive
Answer B

Question When online marketers such as "flipkart" cut out the majority of middlemen that normally would
participate in the exchange process, they were advocating ________.
A category killers
B every-day-low prices
C reintermediation
D disintermediation
Answer D

Question When organizations face a demand level that is higher then they can or want to handle, the demand
can be said to be:
A Stable
B Irregular
C Overfull demand
D Zero
Answer C

Question When organizations face demand that varies on a seasonal, daily or even hourly basis, causing
problems of idle capacity or overcrowded capacity, then they have a _____ type of demand.
A Irregular
B Stable
C Latent
D Zero
Answer A

Question When people start purchasing masks for swine flu , in large numbers, they exhibit ________
demand.
A irregular
B declining
C overfull demand
D latent
Answer A

Question When Satish sells a TV to Arnav and receives Rs 5000 in cash, a ___________ has just occurred.
A transfer
B contribution
C donation
D transaction
Answer D

Question When Vishu buys his own house, he would like to have a home theater system and a jacuzzi. He
plans to save enough money in the next three years so that he can fulfill his wish. Vishu's desire for
the home theater and the jacuzzi is an example of a(n) ________.
A need
B want
C unstated need
D latent demand
Answer B

Question When Volvo runs advertisements suggesting that it is the safest car money can buy, it is engaging in
which of the following forms of marketing programming?
A Technological
B Positioning
C Market segmentation
D Public relations
Answer B

Question Which approach assumes that customers & businesses will not buy enough of the organizations
products if left alone?
A Production Concept
B Product Concept
C Selling Concept
D Holistic Concept
Answer C

Question Which approach assumes that customers will buy the product if it s available & affordable?
A Production Concept
B Product Concept
C Sales Concept
D Marketing Concept
Answer A

Question Which from the following does not influence the consumer buying behavior?
A Cultural Factors
B Social Factors
C Personal Factors
D Technological environment
Answer D

Question Which is not the characteristics of Business Market

A fewer buyers
B Large buyers
C Close supplier relationship
D individual buyers
Answer D

Question Which of the 4 Ps corresponds to customer convenience?

A Product
B Price
C Place
D Promotion
Answer C

Question Which of the 4 Ps corresponds to customer cost?

A Product
B Price
C Place
D Promotion
Answer B

Question Which of the 4 Ps corresponds to customer solution?

A Product
B Price
C Place
D Promotion
Answer A

Question Which of the 4 Ps corresponds to customer targeted communication?

A Product
B Price
C Place
D Promotion
Answer D

Question Which of the 4P is referred to as the Heart of Marketing Mix ?

A Place
B Promotion
C Product
D Price
Answer C

Question Which of the following 4Ps of marketing mix involves decisions regarding channels coverage,
assortments, locations, inventories or transports?
A Product
B Price
C Place
D Promotion
Answer C

Question Which of the following are the core concepts of marketing?

A Need, value, Holistic marketing
B Need want, demand
C market, marketing & marketer
D need, desire, customer
Answer B

Question Which of the following conditions are not necessary for an exchange to take place?
A Each party must have something that interests the other
B Each party must be in position to communicate and deliver the product
C The parties must involve themselves even if they consider each other undesirable or unacceptable to
deal with
D Each party must be free to accept or reject any offer from the other party
Answer C

Question Which of the following consumer buying behaviours requires the least effort?
A High involvement buying situation.
B New buying situation.
C Routine buying.
D Impulsive buying.
Answer C

Question Which of the following does not refer to post-purchase behaviour?

A Satisfaction
B Cognitive Dissonance
C Dissatisfaction
D Need recognition
Answer D

Question Which of the following essentially takes place at retailer’s end?

A Promotion
B Research
C Pricing
D Exchange
Answer D

Question Which of the following holds that consumers prefer products that are widely available and
inexpensive?
A the product concept
B the production concept
C the selling concept
D the marketing concept
Answer B

Question Which of the following is an example of a social influence on consumer behavior?

A The editor of fashion magazines writes that any teen who wants to be well -should be dressed in
style for the first day of school
B The manufacturer of a line of aromatherapy candles markets them at very exclusive stores
C When Kanchan went to the store to buy a new dress for Mrudul, she decided not to buy anything
because of the crowded conditions of the store
D Nikhil purchased a pair of Tata brand clogs instead of the dazzale she wanted because the Dazzales
were too expensive
Answer A

Question Which of the following is considered to be a more advanced form of information search wherein the
person might phone friends or go online to secure information about a product or service?

A Active information search

B Short-term memory processing
C Subliminal processing of information
D Heightened attention
Answer A
Question Which of the following is considered to be biggest single source of consumer information from a
commercial source (over 40 percent of car buyers use this source to gather information)?

A the U.S. Chamber of Commerce

B J.D. Power & Associates
C Consumer Reports
D The Better Business Bureau
Answer C

Question Which of the following is NOT a consumption response?

A task definition
B problem recognition
C purchase
D disposition
Answer A

Question Which of the following is not a part of Services Marketing Mix

A Procedure
B People
C Physical evidence
D Product
Answer A

Question Which of the following is not a stage in the consumer decision-making process?
A Need Recognition
B Post-purchase evaluation
C Evaluation of alternatives
D Straight re-purchase
Answer D

Question Which of the following is not an element of promotion mix.

A Advertisement
B Branding
C Personal selling
D Sales promotion
Answer B
Question Which of the following is NOT considered a type of reseller?
A wholesaler
B retailer
C manufacturer
D distributor
Answer C

Question Which of the following is NOT consistent with a manager having a marketing orientation?
A Inventory levels are set with customer requirements and costs in mind
B Customer relationship focuses on customer satisfaction before and after sale, leading to a profitable
long-run relationship
C Focus of advertising is on product features and how products are made
D Packaging is designed for customer convenience and as a selling tool
Answer C

Question Which of the following is not customer value.

A Product value & image Vale
B Service value & Personal Value
C Personnel value & image value
D Demand value & Supply Value
Answer D

Question Which of the following is not Dimensions of transactions –

1. At least two things of value.
2. Agreed upon conditions.
3. Product dimensions
4. A time of agreement.
5. A place of agreement.
6. Monitory value of transaction.
A 1& 3
B 4& 6
C 5&2
D 3&6
Answer D

Question Which of the following is NOT included as a basic idea in the definition of marketing concepts?
A Total company effort
B Profit
C Productivity
D Customer satisfaction
Answer C

Question Which of the following is not included in the decision-making unit of a buying organization?
A individuals who use the product or service
B individuals who control buying information
C individuals who make the buying decision
D individuals who supply the product
Answer D

Question Which of the following is NOT included in the marketing management process used by the
marketing manager to achieve its objectives?
A Planning marketing activities
B Raising funds to finance the marketing projects
C Controlling marketing plans
D Directing implementation of the marketing plans
Answer B

Question Which of the following is not one of McCarthy's Four P's?

A product
B place
C profit
D price
Answer C

Question Which of the following is NOT one of the five stages of buyer decision process model?
A Need Recognition
B Information Search
C Purchase Decision
D Brand Identification
Answer D

Question Which of the following is NOT one of the four components of holistic marketing?
A Relationship marketing
B Integrated marketing
C Social marketing
D Target marketing
Answer D

Question Which of the following is NOT part of Maslow's Hierarchy of Needs?

A Self Esteem needs
B Safety needs
C Customer needs
D Physiological needs
Answer C
Marks 1
Unit AB

Question Which of the following is NOT part of the family consumer decision-making unit?
A Purchaser
B Initiator
C Solitary survivor
D User
Answer C

Question Which of the following is NOT regarded as a characteristic of relationship marketing?

A Ongoing dialogue
B Transaction oreintation
C Personal communications
D Long-term focus
Answer B

Question which of the following is not the characteristic of organizational buying?

A Reciprocity
B Derived demand
C Fewer buyers
D Impulse purchase
Answer D

Question Which of the following is not the step in the buyer’s decision process?
A Information search
B Social pressures
C Evaluation of alternatives
D Post-purchase behavior
Answer B

Question Which of the following is not true with routine decision making
A Time pressure is high
B Impulse purchase
C Purchase delay
D Rebuy the same brand
Answer C

Question Which of the following is NOT true?

A Liking the advertisement usually means liking the brand.
B Liking the advertisement leads to buying the brand.
C Liking the advertisement and liking the brand are separate theoretical constructs
D Liking the advertisement may not lead to buying the brand.
Answer B

Question Which of the following is the most recent stage of marketing evolution?
A Customer centric era
B Production era
C Sales era
D Marketing department era
Answer A

Question Which of the following is true for business marketers?

A They deal with more and larger buyers than consumer marketers.
B They deal with more and smaller buyers than consumer marketers.
C They deal with fewer and larger buyers than consumer marketers.
D They deal with fewer and smaller buyers than consumer marketers.
Answer C

Question Which of the following is true of business markets?

A Buyers are usually not skilled at comparing competitive product offerings.
B Buyers have limited purchasing power.
C Products sold in such markets are usually not standardized.
D Business buyers buy goods to make or resell a product to others at a profit.
Answer D

Question Which of the following is unwholesome demand

A Consumers buying all products put into market place .
B More consumers would like to buy the product than can be satisfied.
C consumers max be attracted to products that may have understandable , social consequences
D Consumers begin to buy the product less frequently.
Answer C

Question Which of the following match of value and cost is correct.

i) Product value a) Psychic cost

ii) Service value b) Energy cost
iii) Personnel value c) Time cost
iv) Image value d) Monitory cost
A i-d , ii-a, iii-b, iv-c
B i-c , ii-d, iii-a, iv-d
C i-d , ii-c, iii-b, iv-a
D i-c , ii-a, iii-b, iv-d
Answer C

Question Which of the following P’s is concerned with various methods of transporting and storing goods,
and then making them available for the customer.
A Product
B Price
C Place
D Promotion
Answer C

Question Which of the following reflects the marketing concept philosophy?

A you won't find a better deal anywhere.
B when it's profits versus customers' needs, profits will always win out.
C we're in the business of making and selling superior products.
D we don't have a marketing department, we have a customer department.
Answer D

Question Which of the following statements about marketing is NOT wholly true?
A Selling is the most important part of marketing.
B Marketing efforts aim at getting, keeping, and growing customers.
C An important part of marketing is communicating value.
D Marketing is often described as the "art of selling products".
Answer A

Question Which of the following statements about marketing is true?

A It is of little importance when products are standardized.
B It can help create jobs in the economy by increasing demand for goods and services.
C It helps to build a loyal customer base but has no impact on a firm's intangible assets.
D It is more important for bigger organizations than smaller ones.
Answer B

Question Which of the following statements is/are true: ! - The offering of an economic incentive to motivate
consumers to engage in revenue exchange relationships with the company, is a salient feature of
cause related marketing. II - The contribution by the company to the associated cause when a
consumer engages himself in such exchanges is a feature of cause related marketing. III - Cause
related marketing is the same as sales promotion with a cause.

A I & II
B I, II & III
C II only
D III only
Answer C

Question Which of the following statements is/are true: I - Cause Related Marketing and Corporate Social
Responsibility (CSR) are often used interchangeably and there is no difference between the two. II -
CSR is purely altruistic in nature, at least in definition. III - Cause Related Marketing is done with a
sole objective of building surplus i.e. profit and goodwill.

A I, II and III
B I & II
C II & III
D I & III
Answer C
Question Which one is wrong ?
A Customer is the center of all Marketing activities.
B Marketing focuses on the needs and wants of customers
C Marketing is all about seliing goods and services
D It is concerned about satisfying customers through supply of goods and services
Answer C

Question Which one of the following BEST describes the human need?
A Food
B French-fries
C Burger
D Pizza
Answer A

Question Which one of the following is a key to build lasting relationships with consumers?
A Price of the product
B Need recognition
C Customer satisfaction
D Quality of product
Answer C

Question Which one of the following is an example of a customer in an organisational market?

A a housewife who buys detergent
B a consumer who hires a Lawyer
C A garment factory which buys buttons for their garments
D a factory manager who buys petrol for her personal car
Answer C

Question Which one of the four elements does not apply to services:
A Intangibility
B Physical existence
C Inconsistency
D Hetreogenity
Answer C
Question Which orientation is based on the assumption that consumers & business, if left alone, will
ordinarily not buy enough of organization’s product?
A Production
B Product
C Selling
D Marketing
Answer C

Question Which orientation is based on the assumption that consumers will favour those products that offer
the most quality, performance or innovative features?
A Production
B Product
C Selling
D Marketing
Answer B

Question Which orientation is based on the assumption that consumers will prefer products that are widely
available & inexpensive?
A Production
B Product
C Selling
D Marketing
Answer A

Question Which product is MOST likely to be purchased through routine decision making?
A Television set
B Soft drink
C Shirt
D Car
Answer B

Id
Question Which statement about relationship marketing is correct?
A It is short run oriented
B It places an emphasis on keeping customers.
C It cannot be conducted with final consumers
D It is not a good policy for non-profit organisations
Answer B
Marks 1
Unit AA

Question While considering the place for a product which of the following is important for customer.
A Communication
B Convenience
C Cost
D Solution
Answer B

Question Who coined the concept of Marketing Mix in an article “The Concept of the Marketing Mix.”
A Philip Kotler
B 1. Jerome McCarthy
C Neil Borden
D James Culliton
Answer C

Question Who has coined the term "marketing myopia"?

A Philip Kotler
B J.Stanton
C James Culliton
D Theodore Levitt
Answer D

Question Who is perceived as an expert in terms of consumer behaviour theory?

A Buyer
B User
C Initiator
D Influencer
Answer D

Question Who proposed the 4 Ps classifications in 1960?

A Neil Borden
B E. Jerome McCarthy
C P. J. Verdoorn
D Philip Kotler
Answer B

Question Why would most consumers spend more on a product than they know it is available for elsewhere?

A The consumer is not an economic buyer.

B The consumer is not in a rush to buy.
C The consumer hasn't considered his or her economic needs.
D The consumer doesn't feel it is worth travelling to get the lower price.
Answer D

Question With respect to consumer decision making, the ________ is the set of strong contenders from which
one will be chosen as a supplier of a good or service.
A decision set
B awareness set
C consideration set
D choice set
Answer D

Question With respect to customer satisfaction, smart companies aim to:

A a. give the customer anything and everything they want.
B b. make customers addicted to their products and services.
C c. delight customers by promising only what they can deliver, then delivering more than they
promise.
D always save the customers money, time, and other resources.
Answer C

Question With respect to post purchase behavior, the larger the gap between expectations and Performance:

A the greater likelihood of re-purchase.

B the greater the customer’s dissatisfaction.
C the less likely the consumer will be influenced by advertising.
D the less likely the consumer will need sales confirmation and support.
Answer B

Question With the rise of Internet and hybrid models of purchasing, __________ is becoming less relevant

A promotion
B place
C price
D process
Answer B

Question A company must always guard against dissatisfying customers. On

average, a satisfied customer tells 3 people about a good purchase
experience. A dissatisfied customer, however, on average gripes to
________ people.
A 7
B 9
C 11
D 30
Answer C

Question Latent demand exists when

A Consumers dislike a product
B Consumers are unaware of a product
C Consumers share a strong need which can not be satisfied by an existing
product
D More consumers would like to buy a product than can be satisfied
Answer d

Question ____________ work in a virtual trading space called metamarkets that

connect customers with the providers of goods and services they need to
fill their needs.
A Metamediaries
B Marketmediaries
C Retailers
D Wholesalers
Answer A

Question ______________ Orientation is based on assumption that consumers will

prefer products that are widely available & inexpensive.
A Production
B Product
C Selling
D Marketing
Answer A

Question ______________ orientation is based on assumption that consumers will

favour those products that offer the most quality, performance or
innovative features.
A Production
B Product
C Selling
D Marketing
Answer B

Question ______________ orientation is based on assumption that consumers &

business, if left alone, will ordinarily not buy enough of organization’s
product.
A Production
B Product
C Selling
D Marketing
Answer C

Question ______________ orientation is based on assumption that marketing

involves creation, delivery and communication of superior value to target
market than competitors.
A Production
B Product
C Selling
D Marketing
Answer D

Question ______________ classified marketing mix into 4 Ps.

A McCarthy
B Kotler
C Culliton
D Bordon
Answer A

Question According to Robert Lauterborn which of the seller’s 4 Ps corresponds to

customer convenience?
A Product
B Price
C Place
D Promotion
Answer C

Question According to Robert Lauterborn which of the sellers 4 Ps corresponds to

communication?
A Product
B Price
C Place
D Promotion
Answer D

Question Desire for specific satisfiers of needs are called

A Wants
B Demands
C Delight
D Value
Answer A

Question Marketing is both an “art” and a “science”—there is constant tension

between the formulated side of marketing and the ________ side.
A creative
B selling
C management
D forecasting
Answer A

Question The most formal definition of marketing is ________.

A meeting needs profitably
B identifying and meeting human and social needs
C the 4Ps (Product, Price, Place, Promotion)
D an organizational function and a set of processes for creating,
communicating, and delivering, value to customers, and for managing
customer relationships in ways that benefit the organization and its stake
holders.
Answer D

Question In words of the late Sam Walton founder of Wal-Mart “There is only one
boss the --------
A Dealer
B Customer
C Product
D Company
Answer B
Question .---------are wants for specific products backed by an ability to pay
A Demand
B Supply
C Need
D Utilities
Answer A

Question Marketing in identifying, creating, ___________, delivering value to the

customer.
A Advertising
B Attracting
C Communicating
D Conserving
Answer c

Question ________ goods constitute the bulk of most countries’ production and
marketing efforts.
A Durable
B Impulse
C Physical
D Service
Answer c
Marks 1
Unit 1

Question ________ can be produced and marketed as a product.

A Information
B Celebrities
C Durable goods
D Organizations
Answer A

Question Companies selling mass consumer goods and services such as soft drinks,
cosmetics, air travel, and athletic shoes and equipment spend a great deal
of time trying to establish a superior brand image in markets called
________.
A business markets
B global markets
C consumer markets
D nonprofit and governmental markets
Answer C

Question Customers are showing greater price sensitivity in their search for
________.
A the right product
B the right service
C the right store
D value
Answer D

Question Some companies are now switching from being solely product-centered
(with product managers and product divisions to manage them) to being
more ________ centered.
A competency
B strategy
C marketing
D customer-segment
Answer D
Question Companies are recognizing that much of their market value comes from
________, particularly their brands, customer base, employees,
distributor and supplier relations, and intellectual capital.
A variable assets
B the value proposition
C intangible assets
D tangible assets
Answer C
Marks 1
Unit 1

Question When IKEA noticed that people wanted good furniture at a substantially
lower price and created knockdown furniture, they demonstrated
marketing savvy and turned a private or social need into a(n) ________.
A market need
B profitable business opportunity
C product development
D invention
Answer B

Question Janet is very upset that she can’t get tickets to the new Rolling Stones
concert. “Why do they keep advertising the show if you can’t get
tickets?” wonders Janet.Which of the following demand states applies to
Janet’s situation?
A nonexistent demand
B latent demand
C overfull demand
D unwholesome demand
Answer C
Question When jaideep purchases his air conditioning unit in the winter to avoid
the high prices found in the summer, he is exhibiting ________ demand.
A irregular
B declining
C impulse
D latent
Answer A

Question In a modern exchange economy, all of the following markets are likely to
exist EXCEPT ________.
A class market
B manufacturer market
C government market
D consumer market
Answer A

Question According to information found in Radical Marketing, a company can

emulate a radical marketer by doing all of the following EXCEPT
________.
A hiring only passionate missionaries, not marketers
B having the CEO own the marketing function
C using marketing research at every opportunity
D creating a community of consumers
Answer C

Question What does the acronym KFC stands for

A Kentuki fried chutney
B Kentuki Fried Chicken
C Kentuki Fried Chips
D Kentuki Free Chips
Answer B

Question When online dot.coms, such as eBay and Amazon cut out the majority of
middlemen that normally would participate in the exchange process, they
were advocating ________.
A category killers
B every-day-low prices
C reintermediation
D disintermediation
Answer D

Question If marketers are characterized as “gardening” rather than “hunting,” the

________ is most likely to be the concept the marketers are following.

A production concept
B product concept
C selling concept
D marketing concept
Answer D

Question When 3M, HP, and Google practice researching or imaging latent needs
of consumers through a “probe-and-learn” process, they are most likely
using which of the following marketing orientations with respect to their
consumers?
A Selling orientation
B Promotion orientation
C Proactive marketing orientation
D Reactive market orientation
Answer C